Our Greatest Weakness is Giving Up Too Soon (Money Monday)
Three weeks ago it warmed up here in Augusta, Georgia, so I played hooky from work to take advantage of the nice weather and play a round of golf. While I was waiting for
Three weeks ago it warmed up here in Augusta, Georgia, so I played hooky from work to take advantage of the nice weather and play a round of golf. While I was waiting for
In sales – especially in product knowledge training – we’re taught from day one how to pitch, how to present, and how to overcome objections. We rehearse our spiels, memorize talking points, and perfect
The best salespeople spend hours rehearsing sales calls, because statements, and meeting pitches so they know exactly what to say when they finally get a prospect on the line. The best know that practice,
Marcin from Warsaw, Poland, asks: What are the top sales trends shaping the future of sales? Our conversation ranged from the impact of AI to the growing importance of a consultative selling mindset in
WARNING: This Monday’s message will be one of the most powerful hacks you’ll ever integrate into your life—because it’s simple, easy to put into practice, and it works. It has the potential, over the
On the surface, you’d think that “selling” and “asking” go hand in hand. In reality, salespeople at all experience levels often hesitate, tiptoe around, or dodge direct closes because they’re afraid of rejection, worried
Elli in Galveston, Texas, faces a scenario that many young sales professionals know all too well: How do you earn respect and project confidence in selling when you’re dealing with people who are older
Let’s be real—prospecting isn’t always fun. It’s like going to the gym: you know you need to do it, but cleaning out your inbox or reorganizing your desk suddenly seems so much more important.
A few weeks back, I was delivering a Fanatical Prospecting Bootcamp to a group of sales reps – all in their 20s. They had been assigned to me because their boss was tired of
Why is it ok to prospect? Prospecting objections. You’re going to get them – even when you’ve got empathy packed into relevant offerings, stories, and solutions. First, I need to address something important. Should
The telephone is the ultimate virtual selling tool. Since Alexander Graham Bell invented the telephone, it has been the work horse of virtual selling. Yet, I’m seeing posts everywhere these days with headlines that
In this crisis, time is your greatest asset. Yet you cannot control time, you can only control YOU. On this selling in a crisis daily briefing you’ll learn why protecting the Golden Hours is
You see, when you are with a prospect, you only have so much time before your meeting ends. Once you leave that meeting, your opportunity is only as good as the information you receive.
On this special unscripted podcast, Jeb Blount discusses time and the sudden gift of time that has been given to so many people during the unprecedented Coronavirus crisis. How will you use this opportunity?
Learning how to maximize your time is a process, not something you possess. Be gracious in your mistakes, while challenging the current way you operate. How To Run In Time….Not Against It I wish
Are you ready to stop playing “supermarket roulette” with your prospects? Wouldn’t it make you feel accomplished at least knowing regardless of the outcome, that you did everything on your end to move the
On this Sales Gravy Quick Tip, Jeb Blount reveals the real secret to superstar sales success. The good news is it’s obvious and within your grasp.
On this episode of the Sales Gravy podcast, Jeb Blount (author of INKED) and Darryl Praill (CMO of Vanilla Soft) discuss the new paradigm and mash-up of sales and marketing. If you want to
This article will review the first four stages of a typical sales pipeline; the next and final piece in our series will review the last four. Measuring your sales pipeline as a percentage complete,
The unaware salesperson will assume this “no” means “no sale” and move on. Well-educated sales pros understand that this “no” just means, “let’s talk some more.” As a sales professional, I urge you to
“We will continue to see a convergence of the digital and physical world. Those who conquer that trend will be market leaders” John Phillips, SVP of Logistics, Pepsico Digital evolution has changed how organizations conduct
On this episode of the Sales Gravy podcast, Jeb Blount (author of INKED) and Darryl Praill (CMO of Vanilla Soft) discuss the new paradigm and mash-up of sales and marketing. If you want to
It seems to me that all the social media in the world won’t substitute for “real” selling. I’ve been a sales consultant and trainer for a long time, 27 years in fact, and when
Question From Paolo Dionisio: Love your books! Just bought and read your book on Objections. In the red herring section you talk about defaulting to ignore. How would you go about responding to the red
Negotiation starts with increasing the size of the pie. To negotiate effectively you have to make the pie as big as possible. Countless. That’s exactly how many times I have been told by sales
Get Jeb Blount’s New Book INKED: The Ultimate Guide to Powerful Closing and Sales Negotiation Tactics that Unlock YES and Seal the Deal At the strategic level, sales negotiation is like a chess game,
Projecting, which is all too common for salespeople, will cost you dearly at the sales negotiation table. A few years back, my wife and I bought our dream home. It was on a stretch
